How to Ramp-Up New Salespeople in 90 Days
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Free PDF Download Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan |
Yesterday I spoke to the Distributors for Billington Wines in Washington DC. One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days. I believe that most companies set their new salespeople up for failure. I believe you should prepare your new salespeople for success. While I have probably posted about this subject on various occasions, I'll try to get it all in here.
Answer These Questions for your New Salespeople:
What are all of the problems we solve?
How many applications are there for our products/services?
Why are we better?
How are we different?
What is our brand promise?
How do we position ourselves in the marketplace?
Who are our customers?
What are their titles?
How do we get to them?
Why will they see me?
What does the first call sound like?
What is our sales process?
How do I navigate the process?
What are the questions I should be asking?
What kind of resistance should I expect?
How should I handle the resistance?
What kind of objections will I hear?
How do I handle those objections?
What does our competition say about us?
How do we sell against our competitors?
What are their strengths and weaknesses?
How do they sell against us?
How do you want me presenting our solutions?
How are our prices compared with the competition?
How do we justify our prices?
What are the expectations for me during the first week, month, quarter, year?
How will I be measured?
How will I be held accountable?
What if I don't measure up?
What if I over achieve?
What is our organizational structure?
Who can I go to for help?
What kind of help can I expect?
How do I get the help?
Can you build a 90 Day Orientation Program for New Salespeople?
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Free PDF Download Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan |
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan). Click here to visit Dave's website. Visual Pipeline Salesperson Selection Predict Sales Turnover |
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